Wednesday, 23 May 2012
Well-disposed to Export
With a recently renewed 4 year contract, Ramco are the exclusive contractor for military surplus disposals for the MOD and the American Department of Defence across the UK.
Buying anything from liquidated and bankrupt stock to complete factory clearances, the company handles a diverse range of products, from nuts and bolts to trains and bridges.
International sales have been a feature of Ramco’s business model from the start with a growing presence both on the web and in key publications, but bosses at the Lincolnshire firm decided they needed to take a proactive approach to selecting markets.
Dean Welsh, Ramco’s Projects Manager and ex-military himself, called on his UKTI International Trade Adviser, Martin Fahy, for support.
“Martin brings a lot of knowledge to the table about where in the world we can place our products. We have the military expertise but he has the right contacts within Embassies and has access to all the other members of the team at UKTI.”
Dean had identified Estonia as a potential for export, believing it to be a prime market for military bridges and radio communication boxes but they didn’t have customers in that part of the world. They needed help to identify potential resellers, agents or distributors to generate sales. Martin was able to access funding for a solo market visit and recommended that Dean attended a forthcoming UKTI workshop on ‘Agents and Distributors’ before going to Estonia”
Benefit from experience
Martin also advised Dean to use their Overseas Market Introduction service (OMIS) to commission the trade team at the Embassy in Tallinn to identify potential trading partners before the company arrived in Estonia. Says Martin, “Even experienced exporters like Ramco can benefit from using the UKTI international network. Our overseas staff, with their local knowledge, language skills and extensive political, commercial and military contacts added enormous value to this market visit.”
Dean’s visit to Estonia was subsidised by UKTI and because he had used an OMIS he was provided with a schedule of appointments with interested parties already ‘warmed up’ by the Embassy’s trade team. He also had sole use of a conference room at the British Embassy for his meetings.
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